Sales and Marketing

Commentary: Blogger Mark Gaunya discusses a niche way some smaller employers might find appealing as a self-funding strategy to control health care costs. It’s called a captive solution.

Commentary: Guest blogger Rich Fahn, a small business-focused benefit broker, gives advice for the challenging conversations brokers will have to have with many small groups as premium hikes are mounting.

One brokerage has gone as far as to create a position internally to only analyze claims. Why you need to get on the data bandwagon, too.

Julie Jennings, vice president at Sylvia Group of Insurance Agencies in Darmouth, Mass., shares a day in her life.

Commentary: Blogger Wendy Keneipp advises how to grow your business with services outside the scope of insurance you likely already have the skills for.

While no public exchange was without troubles during the first ACA open-enrollment period, one state in particular put unique efforts into its SHOP component and saw results.

As Covered California announces the rate at which agents enrolled consumers on the state-run public exchange, two different realities are emerging from agents throughout the most populous U.S. state.

Commentary: Blogger Sam Fleet reminds benefit advisers that religious institutions need benefits, too. Here are some special considerations to take into account:

Commentary: Blogger John Graham says to doubt everything you do with marketing. Then, follow these tips to revamp the way you take care of clients.

Viewpoint: The advising business can be deeply personal when it comes to engagement with clients, says one industry communications professional. Here are some tips to strengthen those ties.